Nicholas Bate

The Seven TLAs You Need When Selling

1. ABC. Always Be Closing. Close every step of the way. Leave nothing to doubt.
2. MMM. You are a Money Making Machine. Make money for your client and they will spend more with you and see you as an investment. Don't be seen as a dead weight cost.
3. LxE. Logic times Emotion. All decisions are a mixture of both.
4. MAN. Money Authority Need. Does the person you are speaking to possess all three?
5. XiA. Excellence in All you do. Be different through your approach, not just your product features.
6. CPY. Company, Product, You. The three areas for differentiation.
7. 888. Stay sane. Stay balanced. 8h work, 8h play, 8h sleep.

7 Deadly Corporate Sins

The back-story:

1. Making the simple, complex.
2. Being reactive in a world which requires us to be proactive.
3. Mistaking Human Resources for sheer undiluted passion, inspiration and 'I love what I do'.
4. Thinking a stream of electrons is thinking.
5. Aiming for anything less than excellence in everything and anything it touches.
6. Stalking the competitor/s.
7. Believing you can ignore making the world a better place.

In more detail: (1) Making the simple, complex.

Keep your business simple. Not simplistic. But simple to run. At board meetings, ask:

• what can we simplify?
• how can we make it easier for our people to do a great job?
• what admin need to be eliminated to give more client contact time?

With processes e.g. how sales people earn a bonus, don't keep 'adding' to an over-worked system. Re-build it from square 1.

And finally ask for polite but straight talking to avoid weasel words, politics and empire-building.

Keep everything so simple that:

1. It's a no brainer how to execute a process.
2. The highest performances can be noted and replicated.
3. Confusion is avoided.
4. Hiding places are eliminated.

 

Mmmm

Handy Words & Phrases In Business: 1-30: 19

"which business books are you reading?"

Encourage your team to dip into business books and to share snippets which they found useful at the team meeting.

As in:

"OK, lets just get a quick reaction from each person on the chapter of Chris Anderson's Free which they read. Paula would you mind starting...?... "

TBC.

Wake Up And Smell The (Decent) Coffee With Top Blogger

Michael Wade. Daily. All you need to get ahead. Intelligent, discerning and pragmatic.

Mmmm

What's Changed? 1-50: 20

The MBA, that's what.

Once upon a time, the MBA was a guarantee of a new exciting career. Even better than that, once it was the guarantee of a huge increase in salary. No longer. Got school certificates? Check. Got a degree? Check. Got an MBA? Check. OK: so what makes you special?

Yep: The MBA, that's what.

TBC.

Mmmm

Mmmm

Mmmm